Most VAs underprice for years because nobody taught them how to talk about money. This guide gives you a rate ladder, a packaging framework, and 5 word-for-word scripts for raising your rates with new and existing clients.
Key takeaways
- Hourly billing caps your income. Move to packages.
- Raise rates every 6 months as a default, not an exception.
- Most clients will accept a 15-20% raise without pushback.
- Your rate signals quality. Cheap rates attract bad clients.
The 5-tier VA rate ladder
Use this as a benchmark. Adjust for your region and niche.
- Tier 1 - New VA: $7 to $12/hr
- Tier 2 - 6 months experience + 2 testimonials: $13 to $18/hr
- Tier 3 - 1 year + niche specialization: $20 to $30/hr
- Tier 4 - 2 years + recurring revenue: $35 to $50/hr
- Tier 5 - Specialist (bookkeeping, paid ads, ops): $60 to $100/hr
Why hourly billing keeps you stuck
You are penalized for getting faster. A task that took 2 hours last month takes 1 hour now because of AI and experience. Hourly billing means you make less.
Switch to monthly retainers (e.g. 20 hours per month at a fixed rate) or per-project packages.
Build a 3-tier package
Offer Bronze, Silver, Gold. Most clients pick the middle. The structure pushes the conversation away from price-per-hour to value.
- Bronze - 10 hrs/mo - inbox + calendar - $300
- Silver - 20 hrs/mo - inbox + calendar + projects - $560
- Gold - 40 hrs/mo - full ops support - $1,040
Script 1 - Quoting a new client
'Based on what you described, I would recommend the Silver package at 20 hours per month for $560. That covers your inbox, calendar, and weekly project coordination. We can revisit in 60 days if you need more.'
Script 2 - Asking for the first raise (existing client, 6 months in)
'Hi [Client], I wanted to flag that I will be adjusting my rate from $20 to $24 per hour starting [date 30 days out]. This reflects the additional [specific examples - new tools, expanded scope]. Happy to chat if you want to talk through it.'
Script 3 - Handling pushback
'I understand. Let's look at the value side: in the last quarter I [specific outcomes]. The new rate works out to about [$ extra per month] for the same coverage. Would it help to walk through the impact together?'
Script 4 - When a client asks for a discount
'I can offer a discount if we shrink the scope. We could move from Silver to Bronze for the same [%] reduction. The full Silver scope stays at [original price]. Which would work better for you?'
Script 5 - Walking away
'I appreciate the conversation. The new rate reflects my market and is not something I can flex on right now. I am happy to introduce you to a great VA at the lower rate, or we can wrap things up at the end of the month. Either way, no hard feelings.'
Want a real client to put this into practice?
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